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Character reveals itself most clearly when there’s nothing to gain. In those moments—just two people in conversation—genuine curiosity and respect stand out.

I try to approach every interaction with that mindset: be present, listen well, and lead with value. When speaking with potential consultants, I focus on one question: how can I help this person get where they want to go?

If I can, great—those relationships tend to create mutual value over time. If I can’t, honesty and respect still matter. Because in business, as in life, keeping the door open often matters more than closing a deal.